2016 Partner Program Guide Details

AppRiver Partner Program

Address1101 Gulf Breeze Parkway Suite 200
Gulf Breeze, FL
CEOMichael Murdoch
Year Company Founded2002
Year Division Created2004
In what month does your fiscal year end?December
Worldwide Channel Chief Full NameJim Tyer
Worldwide Channel Chief TitleDirector of EMEA Channel
North American Channel Chief Full NameJustin Gilbert
North American Channel Chief TitleChannel Sales Manager
North American Channel Chief Date Began Serving in this Role10/2014
Name of North American Channel ProgramAppRiver Partner Program
Year this Channel Program was established2004
Name of North American Channel Program ManagerJustin Gilbert
Program Manager TitleChannel Sales Manager
Program Manager Email Addressjgilbert@appriver.com
Products and services in which your company specializes and the sales models that apply: One-time product purchase and resell (either hardware or software)Cloud hosting
Disaster recovery business continuity
Enterprise file sync and share
Security network security appliances and software
Size CategorySMALL
Indirect RevenueDo not wish to disclose
North American Partners3031
New North American Partners470
Tier NamesGold Reseller
Number of North American Partners in Top Tier849
North American Partners in Tier 21385
North American Partners in Tier 330
North American Partners in Tier 4767
Worldwide Partners in Top Tier N/A
Worldwide Partners in Tier 2 N/A
Worldwide Partners in Tier 3 N/A
Worldwide Partners in Tier 4 N/A
Worldwide Partners in Tier 5 N/A
Worldwide Partners in Tier 6 N/A
Worldwide Partners in Tier 7 N/A
Which of the following best describes your company’s Cloud involvement, products, and solutions?
Our products are sold as a Cloud Service where the vendor is the Service Provider
Does your existing partner program support your company’s Cloud products/services?Our existing partner program supports our cloud products/services
Sales Support
Does your partner program compensate partners for deals that are registered by partners, but closed by direct sales?Not Applicable
Does your partner program compensate partners for deals registered by one partner but closed by another or lost-deals to partners that did not obtain registration?Not Applicable
Does your partner program offer extra points of margin/discount for registered deals?
 Deal registration NOT APPLICABLE to our business
Does your partner program require you to communicate approval or denial of a deal registration within a certain amount of time?We offer deal registration, but do not commit to communicate to partners within a specific time frame
How does this channel program motivate/support its resellers?
 Discount promotions
 Financial rewards
 Incentive programs
 Inside Channel account manager coverage
 Marketing resources
 Online tools
 Partner portal
 Price protection plans
 Product demo program
 Qualified leads
 Referral programs
 Tiered discounts
Is it possible for a Solution Provider to attach services to your product/service beyond typical maintenance and/or break-fix?No
What, if any, specific programs do you have in place to help partners increase their services attach and/or profit?
Technical Certification Training
 Partner Services/Solution Selling Training
 Case Studies demonstrating the value of a total solution sell
 Pay as you go purchase option
 Self-provisioning license portal
 Automated transaction process for billing/licensing and provisioning
Does your partner program offer a residual revenue program, recurring revenues or annuity streams that enable partners to create a long-term year after year revenue stream?Yes
Does your partner program offer demonstration units or evaluation licenses?
By request only
What does this program typically charge your partners for demo units or evaluation licenses?
Other alternative (Please explain)
 Depends on the solution
By what criteria are partner tiers for this partner program determined
 Sales/Revenue volume
 Technical skills
How are partner discounts determined? Please select all that apply.
 Annual revenue committed/sold (higher discounts for higher revenue volumes)
 Partner Productivity Rate
Which of the following does your partner program offer to partners in an effort to help expand their businesses?
Business transformation training to help partners capture more of the services market
 Information to help horizontal VARs break into vertical markets (ie Healthcare)
 Provide training and advice about incorporating Cloud Solutions into current offerings
 Provide training in order to simplify the concept of hosted and managed services for VARs
 Eligibility to sell vendor services
 Technical training
 Sales training
 Sales tools
 Vertical market case studies
 Marketing concierge services
 Solutions selling
 Post-sales services enablement training
What types of training does your partner program offer? Please select all that apply.
On Demand web based training/certification from any location (Self Serve)
 ILT (instructor lead training)
 Face to face training/certification
 Road shows
 Blogs/Message boards
 Authorized training partners (distributors)
Is there a cost to partners for training and/or certification?
Free for all partners
 Free for all partners
 Partner pays a percentage (discount off full price)
How often does your partner program require re-certification or renewal for partners?Re-certification not required
Are partners required to pay a fee to join at the minimum or basic level of this partner program?
No fee
Does this fee vary based on any of the following?
Are partners required to meet revenue requirements in order to join the minimum or basic level of this partner program?No revenue commitment necessary
Please indicate which of the following requirements must be met in order for a partner to join the minimum tier or basic level of this partner program? Please select all that apply.
 Actively transacting partner
Does this channel partner program offer: Please check all that apply.
Pre-sales support
 Post-sales support
 Post-sales services support
 Technical support
 Escalation procedures for rules of engagement
 Dedicated account team
 Clearly defined division between accounts for direct and indirect sales
How much time in advance of their customers are solution provider A177partners briefed on new or upgraded product launches?1 month to less than 4 months before solution provider customers
Does your company utilize a partner advisory council that provides your company with constructive feedback on your partner program and/or channel issues?Yes - informal
Does your company’s partner program portal/web site provide: Please select all that apply.
 Downloadable marketing materials
 Online training resources
 Account management
 Portal with customizable dashboard based on profiles
 Ability for partners to syndicate your content to their website
 Configuration/installation tools
 Troubleshooting tools
Which of the following types of hands-on marketing support does your partner program provide? Please check all that apply.
 Other (please specify)
 Marketing help available
How does your partner program inform and educate your partners? Does your partner program provide any of the following: Please select all that apply.
Hosts a conference specifically for partners
 Conducts online webinars and conferences
 Provides funding to partners to attend industry conferences
 Publishes regular newsletters
 Conducts regular email marketing
 Conducts regular meetings with individual partners
 Our channel account managers are responsible for educating and informing partners
Which of the following criteria must a partner meet in order to qualify for the minimum or basic level of MDF/Co-op marketing? Please select all that apply.
Sales volume
 Discretionary based on specific product focus
 Discretionary based on specific vertical/customer focus
 Discretionary based on channel accountmanager approval
What does this partner program allow partners to spend MDF on? Please select all that apply.
 Other (please specify)
 Channel manager approved activities
Does your partner program have Partner Marketing Managers assigned to partners that qualify for MDF to plan and execute demand generation campaigns?No
What percentage of your MDF/Co-op goes unspent on a quarterly basis?None
How does your partner program support its channel partners with leads?
Generates leads and initiates sales, which are turned over to partners.Not Offered
Generates leads which are turned over to partners.Top Tier Partners Only
Works cooperatively with partners to drive demand directly to them through MDF and other marketing programs.All partners
Provides tools on portal for partners to drive their own demand.All partners

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